See if you or
any of your Friends/Colleagues are interested- if Yes- Kindly send Resume
indicating Position applied for.
You can send
us your profile at surendra@tsmspl.com “or” india.pivotal@gmail.com or you
may call at +91 99867
39628 or +91 80 4126
2220 for further details.
Mission / role purpose:
This is a solution specialist position specifically targeting
multinational and local organizations (including public sector) as well as
indirect channel sales partners with in-country decision making in India. The
candidate is required to primarily sell machine-to-machine business solutions portfolio,
while also driving digital experience and customer relationship management.
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machine-to-machine Portfolio Overview
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transportation and logistics
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asset management (RFID)
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optimize supply chain and delivery rounds
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fleet management
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integrity check
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heath and environment
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remote health-check
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tracking and geo localization of patients
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real time communication with medical staff
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environment probes (temperature, pollution, etc.)
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Utilities
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remote monitoring and supervision
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consumption management (energy, resources, etc.)
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It will be the
candidate’s responsibility to maintain relationships and develop new business
with existing key target accounts. This is primarily a pan-India role
that will include travel to support customers’ initiatives.
Key role objectives summarized as below:
Key role objectives summarized as below:
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Establish, maintain and grow profitable business relationships with
selected customer(s) and prospects. To provide thought leadership, direction,
energy and drive for all sales engagments with these customer(s).
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Have a strong understanding of the business requirement’s of Company
customers and be able to translate these into business opportunites that can be
addressed by solutions and services from the Company portfolio.
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Manage all aspects of the business with customer(s) including meeting or
exceeding sales targets, accurately forecasting sales opportunities, generating
and executing on account plans, working across presales and delivery teams in India
and across the globe.
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Working on solutions within presales architect and delivery defined
teams to build optimimized offerings based on sound commercial, technical and
legal practice. Negotiate complex contractual terms and conditions with
customers.
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Drive new business channels through partnerships to increase reach of Company
machine-to-machine solutions within and from India.
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key accountabilities
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key result / decision areas (outcomes)
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machine-to-machine (m2m) solution Specialist:
ü understand the customer's business and IT
strategy; map these requirements to IT industry trends, as well as with
existing customer requirements where Company m2m, application and other services
and solutions can help provide value.
ü
subject
matter expert on m2m solutions pitch to Lead end-to-end engagement with CxO
level customers. Translate engagements in to actions in accounts to close
deals. Lead customer m2m roadmap and
design discussions with customers.
ü contribute to identification of customer drivers
and unique selling points and bid strategy, analysis of
feasibility/complexity and validity of bid opportunity
ü actively participate in the tendering process and
development of proposals in line with customer needs, liaising and qualifying
with other colleagues as necessary.
Present technical solutions to customers both formally and informally
as required.
ü oversees preparation of business case outline,
bid budget and estimate of skills and resourcing required for win
strategy
ü contributes to identification of potential
competitors, assess and conduct SWOT analysis
ü support the preparation of an annual business
plan solution pipeline and order forecasts with periodic status.
ü Working closely with central and regional
Application services products and solutions groups and Sales for the
development and delivery of Application Services training.
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Through the sale of add on services and optimal portfolio mix
achieve and exceed account targets.
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Increased application services revenues from
distinguishing Company as providing value add services verses the other
vendors "selling" just products.All documentation associated with
bid development is completed within established timeframes and filed in
accordance with Company Business Service established policies.
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Measurable contribution to Application Services
consulting revenue and identification of pull through revenue
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m2m solution specialist:
ü in support of other Sales and in line with global
OAB Strategic BU solutions & partnerships, proactively drive innovation
and value-creation for the customer by bringing intellectual value and
consultative advice to key customers.
ü drive partnership with key alliances on joint m2m
Solution engagement.
ü identify and manage third parties within proposed
solutions; position Company as the solution integrator.
ü
drive
Sales enablement, external communication and training at Country level,
demand generation, external and internal awareness, build pipeline, and track
top deals pursuit with AMs, other OAB and GS specialists and services
pursuit team.
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Growth in the number of opportunities directly
linked to partner relationships and direct positive impact contribution to
both top and bottom line.
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experience & skills
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Degree in IT, or relevant subject with at least 12 years of
consultative sales experience in selling IT services, including 3 years of experience in m2m sales and
business development, partner management, product management, pre-sales and professional services in a recognized
services provider.
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Experience in high-level corporate sales of real-time applications (m2m,
digital experience, customer relationships management) system integration,
managed services and/or outsourcing solutions with ability to suggest a valid
argument for the fiscal benefits of such services.
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Established wide network of prospects in sectors such as Manufacturing,
Transport, Logisitics, Health Care, Finance and Insurance industry.
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proven solution sales track record.
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Excellent communication and presentation skills & Excellent
ability to engage with all levels, especially the C-level
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education, qualifications, and certifications
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degree in relevant technical engineering and business administration
field or equivalent (required)
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accreditation / certifications in Logistics &
Supply chain, M2M, Portal and Mobility
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Both written and spoken fluency in English
(required)
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